Done with you

GTM STRATEGY

GTM Strategy: the system design that comes before execution

GTM Strategy is a done-with-you service. Partner UP works side by side with founders and revenue leaders to audit your go-to-market system, find where it is breaking down, and build the plan together. Your team shapes every decision and owns the result.

Partner UP works with founders and revenue leaders to audit existing go-to-market systems, identify where the design is breaking down, and build a clear plan for what needs to change. Every GTM Engineering or RevOps engagement starts here.

Book a GTM strategy session

GTM Strategy is done with you: we design the system together, and your team owns the plan. GTM Engineering and RevOps are done for you: we build and implement the system, then hand it to your team to run.

GTM Strategy engagements cover system design and planning. They do not include implementation. If you need the system built after it is designed, that is a separate GTM Engineering or RevOps engagement.

PARTNERS

Clay Advanced Artisan Partner

Partner UP is a Clay Advanced Artisan Solutions Partner, a distinction awarded to a select group of studios with proven expertise in designing, implementing, and scaling production-grade Clay systems across enrichment, signal-based outbound, and AI-powered account intelligence.

SERVICES

Revenue Operations:

PROCESS

Our GTM Strategy Process

Every GTM Strategy engagement follows four phases, with your team involved in each one. We audit before we recommend and design before we advise. The output is a documented plan your team owns and can act on.

Discover

Design

Deliver

Drive

We start by understanding how your revenue system works today. This means reviewing your ICP definition, your sales process, your pipeline data, your channel mix, and how your tools are connected. We also look at what has been working and what has not, based on actual deal history rather than assumptions.

What we review:

- ICP definition: how it was built, how specific it is, how consistently it is applied

- Sales process: how deals move from first contact to close, where they stall, where they drop

- Pipeline data: win rates, conversion rates, average deal size, sales cycle length by segment

- Channel performance: which channels are producing qualified pipeline and at what cost

- Tool stack: what you have, how it is being used, and where the gaps are

- Team structure: who owns what, where handoffs break down, where capacity is being wasted

Discover

We design the go-to-market system based on what the audit reveals. This means defining who you are selling to, how you are reaching them, what your sales process should look like, and how your channels, tools, and team structure support that motion. We design for your market and your business, not a generic template.

What the design covers:

- ICP refinement: a precise definition of your ideal customer based on deal history and market data

- Go-to-market motion: which channels, what sequencing, what qualification criteria, what sales process

- Buying signal framework: which signals indicate a company is ready to engage and how to act on them

- Channel and tool architecture: the right tools for your motion and how they connect

- Sales and marketing alignment: shared ICP, shared definitions, shared pipeline stages

- Metrics framework: which numbers to track and how to build reporting around them

Design

We deliver the GTM architecture document: a clear, actionable plan covering ICP, motion design, channel plan, tool recommendations, and a phased roadmap for what gets built next. This is not a slide deck with generic advice. It is a working document your team can use to brief internal stakeholders, evaluate tools, and sequence the build.

What the output includes:

- ICP document: precise criteria, firmographics, buying triggers, exclusion criteria

- GTM motion design: channel selection, sequencing logic, qualification framework, sales process map

- Buying signal framework: signals to monitor, how to capture them, how to act on them

- Tool architecture: recommended stack, integration logic, build vs buy decisions

- Phased build roadmap: what to build first, what to build next, what to defer

- Metrics framework: KPIs, reporting structure, forecast model

Deliver

We work side by side with your leadership team while the plan goes live. The strategy we produce is not a deliverable we hand over. It is a working document we refine together as results come in. When it is time to build, GTM Engineering and RevOps take over as done-for-you services.

What the Drive phase covers:

- Monthly strategy sessions: review what is working, what is not, what to adjust

- Pipeline review participation: joining weekly or monthly reviews to track progress against the plan

- GTM iteration: refining the motion as market feedback comes in

- Board reporting: GTM metrics and narrative for board and investor updates

- Hiring guidance: what roles to hire, in what sequence, against what criteria

- Internal alignment: keeping marketing, sales, and leadership aligned on the GTM direction

Drive

Discover

Design

Deliver

Drive

What you get

The output of a GTM Strategy engagement is a documented system your team can act on immediately.

ICP document

Precise definition of your ideal customer: firmographics, buying triggers, stakeholder map, exclusion criteria. Built from actual deal history.

GTM motion design

Which channels, what sequencing, what qualification framework, and what your sales process should look like at each stage.

Buying signal framework

Which signals indicate a company is ready to engage, how to capture them, and how to route them into your sales motion.

Tool architecture

Recommended stack for your motion, how the tools connect, and what to build vs buy at your current stage.

Phased build roadmap

What to build first, what to build next, and what to defer. Sequenced by impact and resource requirements.

Metrics framework

Which KPIs to track, how to build reporting around them, and how to structure forecasting as the business scales.

Who This Is For

Companies that have closed deals but cannot explain why they won, why they lost, or which accounts to go after next

Companies with an outbound motion in place that is generating activity but not consistent qualified pipeline

Companies preparing for a funding round that need clean revenue metrics, a repeatable go-to-market process, and a clear story for investors

Founders who are still the primary salesperson and need a documented system before they can hand selling off to a team

Teams with the tools and the headcount in place but a pipeline that does not convert consistently, where the problem is the system, not the people

Companies entering a new market where the whole strategy needs to be rethought from the ground up

Organizations that have started building GTM Engineering or RevOps infrastructure but realize the strategy layer was never properly defined

FAQ

Frequently Asked Questions

Who does Partner UP work with?

Partner UP works with B2B companies at Series A and beyond that have product-market fit and run an enterprise sales motion. Our clients sell into complex accounts with multiple stakeholders, long sales cycles, and an enterprise tech stack. We typically work with founders, sales leaders, and RevOps teams who have a working sales motion but need the GTM system behind it to scale. Common signs: outbound is manual or inconsistent, the CRM does not reflect how deals actually move, and data quality limits targeting. We are not the right fit for pre-revenue companies still searching for product-market fit.

Do you work on a project basis or a monthly engagement?

Both. Partner UP works on a project basis or through monthly engagements. GTM engineering and RevOps are done for you, and GTM strategy is done with you. Projects suit a single, well-scoped build, such as an outbound system, a Clay enrichment workflow, or a HubSpot implementation. Monthly engagements have a 3-month minimum and let us build multiple projects in one run, for example outbound infrastructure, CRM cleanup, and reporting together. Pricing depends on scope, number of systems, and tool complexity. We share a scoped proposal after a discovery call so you see deliverables, timeline, and cost before committing.

How long does a GTM engineering engagement take?

A single GTM engineering project usually takes a few weeks, depending on scope. Monthly engagements run a minimum of three months, which gives enough time to audit the current system, build multiple components, and hand them over to your team. A typical monthly engagement covers: 1. Audit and design of your current GTM system 2. Build and implementation across outbound, CRM, and data 3. Testing, training, and handoff Enterprise projects such as CRM migrations or full RevOps rebuilds run longer and are scoped individually.

What should we have in place before working with Partner UP?

You should have product-market fit, a product in market, and an active sales motion with real pipeline. Partner UP builds GTM systems that scale a motion that already works. We do not help companies find product-market fit. Most of our clients are Series A or later, have at least a few closed enterprise deals, and use a CRM such as HubSpot or Salesforce, even if it is messy. If your team knows who buys and why, but the systems behind outbound, data, and reporting are holding growth back, that is the right time to bring us in.

What is GTM strategy consulting?

GTM strategy consulting defines how a company goes to market: who it sells to, how it reaches them, what the sales process looks like, and which channels and tools support that motion. At Partner UP, GTM strategy starts with an audit of your current system, identifies where it breaks down, and produces a documented plan for what to build. GTM strategy is a done-with-you service: we build the plan together, and your team owns it. Implementation is done for you through GTM engineering and RevOps engagements.

What is ICP scoring?

ICP scoring ranks prospects by how closely they match your ideal customer profile, combining firmographic fit, technographic data, buying signals, and intent into a single score. For enterprise sales motions, ICP scoring focuses outbound and account-based marketing on the accounts most likely to convert. Partner UP builds ICP scoring models in Clay using ZoomInfo data and syncs scores to HubSpot, so targeting, prioritization, and sequencing run from the same data.

GTM ENGINEERING